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问答题PartTwo·Yourlinemanagerhasdecidedtoreviewthestaffsituationinyourdepart-ment.Youhavebeenaskedtowriteareportconcerningthis.·Lookattheinformationbelow,onwhichyouhavealreadymadesomehandwrittennotes.·Then,usingallyourhandwrittennotes,writeyourreport.·Write120-140words.

问答题 CO-OPERATION AND COMPETITION IN NEGOTIATION Negotiations are complex because one is dealing with both facts and people. It is clear that negotiators must above all have a good understanding of the subject. They must also be aware of the gen- eral policy of the company or institution in relation to the issues and they must be familiar with the organisational structure and the decision-making process. However, awareness of these facts may not necessarily suffice to reach a successful outcome. Personal, human factors must be taken into account. The approach and strategy adopted in negotiat- ing are influenced by attitude as well as by a cool, clear logical analysis of the facts and one's interests. The personal needs of the actors in negotiating must therefore be considered. These can include a need for friendship, goodwill, credibility, recognition of status and authority, a desire to be appreciated by one's own side and to be promoted and, finally, an occasional need to get home reasonably early on a Friday evening. It is a well-known fact that meetings scheduled on a Friday evening are shorter than those held at other times.-timing can pressure people into reaching a decision and personal factors can become part of the bargaining process. Researchers who have studied the negotiating process recom- mend separating the people from the problem. An analysis o| negotiating language shows that, for example, indirect and impersonal forms are used. This necessity to be hard on the facts and soft on the people can result in the sometimes complex, almost ritualistic, style of negotiating language. Language varies according to the negotiating style. In negotiat- ing you can use either a co-operative style or a competitive one. In the co-operative style the basic principle is that both parties can gain something from the negotiation without harming the interests of the other. Or in other words that both parties will benefit more in the long run in friendship and co-operation even if they make some concessions. This type of negotiation is likely to take place in-house between colleagues and departments, or between companies when there is a longstanding relationship and common goals are being pursued. Unfortunately co-operative style negotiations without a trace of competition are rare. In most negotiating situations there is some- thing to be gained or lost. There can be a danger in adopting a co- operative mode, as unscrupulous people maytake advantage of co- operative people. The opposite mode to co-operative negotiating is competitive negotiating. Negotiators see each other as opponents. Knowledge of the other party's needs is used to develop strategies to exploit weaknesses rather than to seek a solution satisfactory to both sides. This type of negotiating may be appropriate in the case of one-off contracts where the aim is to get the best result possible without considering future relationships or the risk of a breakdow~ in negotiations. Needless to say, the language in this type of discussion may become hostile and threatening even if it remains formal. In reality most negotiations are a complex blend of co-operative and competitive mode. Negotiating successfully implies dealing appropriately with the four main components of any negotiation: facts, people, competition, co-operation. Skilled negotiators are sensitive to the linguistic signals, as well as the non-verbal ones of facial expressions, gesture and behav- iour, which show the type of negotiating mode they are in. Language reflects tactics and therefore a study of the language used in negotiating brings a greater awareness of the negotiatinc process.

问答题What is important when...? Preparing for a job interview · Creating a good first impression · Studying the job advertisement

问答题PARTTWO·Thecompanyyouworkfor—SiriusisfacingfiercecompetitionfromanothernewlyfoundedcompanyLinbury.Yourlinemanagerhasaskedyoutowriteareportgivingdetailsandrecommendingasolution.·Lookattheinformationbelow,onwhichyouhavealreadymadesomehandwrittennotes.·Then,usingallyourhandwrittennotes,writeyourreport.·Write120-140words.

问答题Listentotheinterviewagainandmatchupwhatissaidaboutthevariousnationalities'stylesandwhattheydoorwhattheyarelikeininternationalnegotiations,accordingtotheexpert.

问答题{{B}}PART ONE{{/B}} ·You have received a fax from a customer who in the fax complained that he had received 100 green motorbikes instead of 50 green and 50 blue motorbikes. In order to solve the problem and find out the facts, write an email to Mr. Robert Simon, who is in charge of delivering goods from warehouse. Tell him about the claim. Mention the date of delivery. Ask for the invoice in duplicate.

问答题What is important when...? Falling behind the schedule · Analysing the root cause · Working overtime · ·

问答题Part One You are a marketing manager and going to market a new shampoo product. Write an email to team members: ·saying who the target customers are ·telling them the amount of budget ·suggesting a meeting to collect ideas. Write 40-50 words. To... Marketing team CC... Subject: Marketing a new shampoo

问答题{{B}}PARTTWO{{/B}}·Thecompanyyouworkforisexpandingrapidlyandislookingfornewpremises.YourManagingDirectorisinterestedinWatersideIndustrialPark,andhasaskedyoutowritealettertofindoutmoreinformation.·ReadWatersideIndustrialPark'sadvertisementbelow,onwhichyourManagingDirectorhasalreadymadesomenotes.·Then,usingallyourManagingDirector'shandwrittennotes,writeyourlettertoRosemaryBrownatWatersideIndustrialPark.·Donotincludepostaladdresses.·Write120-140wordsonaseparatesheet.

问答题PART ONE·You work for a company which is going to buy a set of equipment from China. You are asked to translate a lot of specifications and instructions within four months, which is impossible. Therefore you decide to advertise for two experienced translators as soon as possible.·Write a short note to Mr. Max Remington, the Public Relations Manager. Ask for an advertisement for two translators. ·Explain the reason ·Mention your urgency·Write 30--40 words on your Answer Sheet. NOTEDear Mr. Max Remington,

问答题PARTTWO·YouworkforSuperSonicIndustriesGroupCorp.YouhavebeenaskedtowriteareporttotheBoardofDirectors.·Studythegraphsbelow,onwhichyouhavemadesomehandwrittennotes.·Then,usingallthesehandwrittennotes,writeyourreport.·Write120-140words.·Writeontheseparateanswerpaperprovided.Graph1TotalProfit&ItsExpenditure(inthousandUSDollars)Graph22005Profit(inthousandUSDollars)Graph32005Expenditure(inthousandUSDollars)

问答题{{B}}PART ONE{{/B}} The staff in your office decided to spend holidays together this year. While reading the news you are attracted by the advertisement of the Grand Palazzo Hotel in Italy. No one in your office has ever been to Italy. So you want your secretary to contact the hotel through telephone. ·Write a short message to Ms. Emily Malan, your secretary. ·Suggest the visit to ltaly. ·Give the hotel telephone number to her. ·Ask her to contact with that hotel. ·Write 40-45 words on your Answer Sheet.

问答题形象建设 What is important when...? Establishing a company"s image ● Enhancing publicity ● Improving production quality ● ●

问答题European computer manufacturers are going apparently to work together on this project.

问答题They installed a new computer so things got worse. But if ______

问答题Why do you choose to work in this city?

问答题致歉 What is important when...? Offering an apology ● Finding out the fault ● Showing a positive attitude ● ●

问答题'If you like, we can send you a sample of this product.' Please let us know if ______

问答题A What is important when...? Selling art products · Win your customer's trust · Illustrate the value of the works · · B What is important when...? Introducing a product to customers · Specialty of the product · Advantages and achievement · · C What is important when...? Negotiating the price · Knowing the popular price · Reasoning well · ·